Channel Pricing

Charles is a Principal at INSIGHT2PROFIT, leveraging over 25 years of pricing experience in both industry and consulting services.  He has driven price realization and building pricing capabilities across a multitude of clients. Charles has experience in developing and leading price realization strategies across multiple organizations with revenues exceeding $1B during his tenure as a consultant and industry practitioner.

Prior to joining INSIGHT, Charles worked for Booz & Co. as a general management consultant developing and implementing pricing strategies and capabilities globally.  He also created and led strategic pricing teams for several large consumer packaged goods companies, building capabilities and price strategies from the ground up.

Examples of Charles’ experience include:

• Established pricing teams, processes, analytics and governance for a large food/snack manufacturer in the U.S. and Australia/New Zealand; developed pricing strategies across the portfolio, achieving +3% price realization while mitigating channel conflict
• Provided a price quoting tool for an industrial client in the U.S. and Europe that incorporated key value drivers of new products, enabling the client to capture more value from new offerings driving substantial revenue improvement
• Developed a new pricing strategy for a software provider that resulted in a +30% increase in revenue by capturing true value provided to their client’s versus selling, transitioning from a software license to subscription model

Charles earned his MBA and B.A. in Finance from the University of Chicago, Booth School of Business.

Chris is the Vice President of Sales at INSIGHT2PROFIT, bringing over 25 years of leadership experience focused on organizational growth, sustainable change management, and project leadership. He collaborates with both corporate entities and private equity firms to uncover business potential, leveraging strategic and operational improvements to enhance existing pricing methods. Chris’s expertise in pricing and change management helps clients identify and capitalize on often overlooked opportunities for margin enhancement, demonstrating how even slight price improvements can significantly boost their EBITDA.

Chris is well-versed in various aspects of the business landscape, specializing in Price Management, Pricing Strategy, Price Leaks, Software Development, Change Management, Project Management, B2B, and Private Equity.

Chris earned his B.S. in Finance from John Carroll University.

Danielle is a Principal at INSIGHT2PROFIT. Danielle has more than 15 years of professional experience including 10 years as a pricing consultant. She has served in various capacities in commercial analytics, e-business, and project management roles.

Specializing in B2B pricing for manufacturers, distributors, and service providers, she leads pricing engagements to ensure long-term sustainable impact. Her leadership extends beyond client engagements to include her previous role as the lead of INSIGHT’s Summer Analyst Program.

Prior to joining INSIGHT, Danielle spent 7 years at Simonton Windows.

Examples of Danielle’s pricing experiences include:

• Drove a 4% improvement in return on sales (ROS) for an industrial configured products manufacturer by shifting from cost-plus to value-based pricing, introducing an integrated quoting solution, holding the sales organization accountable for driving price, and implementing weekly price monitoring
• Led a 2.5% improvement in return on recurring revenue for a professional services provider through a new pricing strategy and infrastructure, differentiated pricing, and emphasis on price adoption and win rate
• Delivered a 30% margin improvement in Year 1 for a manufacturer of electrical equipment by implementing a pricing algorithm and tool to provide differentiated freight rates; continued success includes increasing freight revenue and margin through identification of leakage such as carrier compliance, additional charges, and process changes

Danielle earned her MBA from The Ohio State University, Fisher School of Business, and a M.S. in Quantitative Psychology, from the University of Notre Dame, specializing in finite factor mixture modeling. She also holds a B.S. in Mathematics and a B.A. in Psychology from Marietta College.

Gerry is a Principal at INSIGHT2PROFIT. Gerry has 9 years of experience in pricing and commercial strategy across various roles, including consultant, manager, senior manager, and director. He specializes in B2B pricing, particularly for industrial equipment, heavy machinery, chemicals, and industrial manufacturers and distributors. He has also collaborated with several B2C clients in industries such as leather goods, white goods, face care, and consumer product goods.

Prior to joining INSIGHT, Gerry spent 8 years as part of the Accenture Strategy team in the Pricing and Commercial Strategy group. During his tenure at Accenture, Gerry worked in sales enablement, zero-based budgeting, and in pricing and commercial strategy.

Examples of Gerry’s experience include:

• Led a project contributing $80M in EBITDA improvement over 16 months by implementing a value-based pricing methodology across the portfolio for a heavy trucking OEM
• Achieved a 2.5% net price improvement during inflationary headwinds for a B2B valve and industrial equipment portfolio company encompassing over 30 distinct brands, implemented a configurable custom quoting tool and PowerBI KPI dashboard utilized across 15+ brands, providing ongoing support for continuous improvement over multiple years
• Delivered over $50M in EBITDA improvement as the pricing project lead for an industrial equipment manufacturer through value-based pricing strategy and implementation

Gerry earned his MBA from the Goizueta Business School at Emory University, M.Ed. in Secondary Education and Teaching from the University of Missouri-Saint Louis, and a BBA in International Business from the University of Georgia.

James is a Director at INSIGHT2PROFIT. He has 10 years of experience in strategy consulting, pricing and commercial strategy consulting, and corporate & commercial strategy roles. He specializes in pricing strategy & commercial excellence with a diverse industry background spanning both B2B and B2C sectors, both as a consultant and industry leader. James takes the lead on several projects within INSIGHT’s portfolio, with typical client engagements ranging greater than 1 year.

Prior to joining INSIGHT, James served as a Director of Pricing Strategy at The Home Depot and Consultant at the Boston Consulting Group. Additionally, he worked in Corporate Strategy & Business Development at ADP and Strategy & Analytics Consulting at IBM.

Examples of James’s experience include:

• Led a project for a B2C graduation supplies company, achieving $10M EBITDA improvement in 6 months through value-based pricing, market surveys, competitor web price scrapes, and transaction data
• Directed a $30M pricing excellence strategy for a $1.5B B2B seller of uniform and facilities supplies, addressing margin leakage, price variance, cost headwinds, and commercial gaps

James earned his MBA in Decision Sciences from Duke University, Fuqua School of Business, and a B.S. from Georgia Institute of Technology, where he graduated Summa Cum Laude.

Matt is the Senior Vice President of Private Equity at INSIGHT2PROFIT. With over 25 years of diverse experience in commercial, private equity, and management consulting industries, Matt enhances the Commercial Leadership Team’s knowledge of private equity clients’ challenges and identifying opportunities to deliver capabilities and unmatched value across all stages of the deal lifecycle.

Matt’s expertise spans the commercial landscape, encompassing pricing, revenue management, marketing, loyalty programs, sales, distribution, demand planning, inventory, and channel and merchandizing strategies across various industries. He collaborates with private equity firms and C-suite executives, including CEOs, Chief Commercial Officers, Chief Marketing Officers, Chief Data & Analytics Officers, Chief Revenue Officers, Chief Risk Officers, Chief Digital Officers, and other leaders to develop targeted strategies aimed at maximizing enterprise value and minimizing risk.

Before joining INSIGHT, Matt led strategy and oversaw the delivery of large-scale value creation projects in diverse industries. He built and managed high-performing client relationship organizations and played a key role in transformative turnarounds and growth initiatives at companies such as Equifax and Revenue Analytics.

Matt earned his B.S. in Management from Southern Cross University.